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4 Proven Ways to Market Yourself and Generate More Leads

August 25, 2015

trusted advisorFor anyone in a business development role, generating qualified prospects is the most difficult challenge they face.  According to InsideSales.com research, many salespeople complicate the process by “failing to leverage the most effective technologies and methods for generating leads and driving business awareness.”

Try these four effective methods for finding new prospects: Read more…

3 Steps for Effective Prospecting

August 18, 2015

Financial-Executive-RiskYour success in prospecting will be dramatically enhanced by recruiting your own private team of professional business allies who will help you research and qualify prospects.  This unique and powerful method, which is taught in the Purple Cow Leadership workshop, will enable you fill your pipeline with qualified prospects.   Rather than using a random, hit-or-miss approach, try setting up a disciplined, strategic, and energized prospect research and qualification system that includes a “Prospect Research Evaluation Program (PREP) Board.”

Implement these three steps to build your own PREP board: Read more…

Three Ways to Nurture Your Prospects

August 11, 2015

“Target Business Network Concept” by ddpavumba“Lead nurturing” is about building relationships with your leads, through consistent, relevant, and timely communication.

At the earliest stages of prospecting, getting a potential client to request more information or agree to set up a meeting is a good start.  During your initial meeting, your goal is to learn about your prospect’s business and his or her risk issues, and to pique interest in your unique process. Read more…

Study Indicates Insurance Industry Is Unprepared for Autonomous Cars

July 28, 2015

Audi-Autonomous-TTSBy 2020, most automakers and suppliers believe that driverless, or autonomous, cars will be readily available to the American consumer.  Already, Google Inc. and Delphi Automotive Plc have successfully tested driverless cars on the roads in Silicon Valley.

The insurance industry, however, is less convinced and more skeptical, according to a study by KPMG, Automobile Insurance in the Era of Autonomous Vehicles Survey. Read more…

Using “Temptation Bundling” to Accomplish Tasks without Procrastinating

July 21, 2015

Financial-Executive-RiskProfessor Katy Milkman, University of Pennsylvania, truly wanted to exercise more.  But she left her job each day feeling exhausted and drained.  By the time she arrived at home, all she wanted to do was curl up on the sofa and read a book or watch television.

“I struggle at the end of a long day to get myself to the gym even though I know that I should go. And at the end of a long day, I also struggle with the desire to watch my favorite TV shows instead of getting work done.  And so I actually realized that those two temptations, those two struggles I faced, could be combined to solve both problems,” said Professor Milkman. Read more…

Avoid Awkward Prospecting Using These 3 Steps

July 15, 2015

investigateGetting to know a prospect with a small conversational gambit (or device) can contribute tremendously to your professional success.  You have to dance a little, conversationally, before plunging into a deeper level of communication that can elicit credibility and believability.

Conversation is a progressive ladder – and you cannot get to someone’s deepest thoughts until you climb up the first few rungs.  Read more…

The Essential Customer Acquisition Tool

June 30, 2015

business strategyFar too many agents and brokers try to compete on price or product as evidenced by talking to prospective clients about the “traditional bidding process.”  Unfortunately, when price becomes the dominant factor in a relationship, commoditization quickly follows, eliminating the opportunity to become unique and distinguished from the competition. Read more…

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